The Pipeline
OCTOBER 1, 2019
By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. This will take work, like quitting smoking (how many times have you done that?
Bernadette McClelland
OCTOBER 3, 2019
OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! What if I was to tell you the difference between the top 1% of over a million salespeople evaluated and the bottom 1%, 94% of the top 1% of salespeople choose to take responsibility for their results, yet only 20% of the bottom 1% choose to take responsibility for their results
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Close.io
OCTOBER 1, 2019
The last quarter of the year is often considered the most important. It’s when goals become realities and tough decisions are made. Ideally, you will come out of Q4 with morale through the roof and your team excited to come back and start the next year just as strong. But preparing for the pressure and emotions that come with Q4 can be challenging. The key is to ensure that you’re fully prepared for the uncertainty that lies ahead.
Sales and Marketing Management
SEPTEMBER 29, 2019
Author: Henry Jones A mentor is someone who sees more talent and ability within you, than you see in yourself, and helps bring it out of you. – Bob Proctor. There is often a regular debate that goes on in organizations: the debate to decide which team plays an important role in actually achieving the company goals. While some say it’s the operations and the admin team, most say that it is the sales and marketing team that earns the money for the company.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
SBI Growth
SEPTEMBER 28, 2019
As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
OCTOBER 3, 2019
The Pipeline Guest Post – Scott Miller. Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions.
Jill Konrath
OCTOBER 1, 2019
If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible.
SBI Growth
OCTOBER 2, 2019
You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.
The Sales Hunter
OCTOBER 4, 2019
This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering. In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
No More Cold Calling
OCTOBER 1, 2019
Here’s what you might have missed from No More Cold Calling. Q4 has now begun, which means it’s time to build your sales pipeline for Q1. I know what you’re thinking: “Hold on, Joanne, that’s not how it works.”. Yep, it’s counterintuitive, but Q4 is 25 percent about closing business for this year and 75 percent about building business for next year.
Understanding the Sales Force
OCTOBER 1, 2019
You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if you have a Mac notebook, a port that will serve as adapters to your various cables. These are your accessories.
SBI Growth
OCTOBER 1, 2019
Mapping the Customer Journey Is Complex – but It’s Worth the Effort.
Zoominfo
SEPTEMBER 29, 2019
Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
The Sales Hunter
OCTOBER 1, 2019
So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter. Get over yourself and your feelings, because they don’t count! A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you.
The Sales Heretic
OCTOBER 1, 2019
It’s a common trope in science fiction and fantasy stories: a hero begins their training buts gets interrupted. The hero then must either return or find someone else to “complete” their training. Which brings up an interesting question: When do you complete your training? The answer is… Never. Training—in sales or anything else—is an ongoing [.].
SBI Growth
OCTOBER 4, 2019
As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.
Zoominfo
OCTOBER 2, 2019
Once upon a time, startups with a billion-dollar valuation were so unique that they were deemed unicorns. However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . Many of today’s unicorn companies are younger, more diverse, and experiencing faster growth than the startups of yesterday. And, they’re multiplying at a staggering rate.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Connect2Sell
OCTOBER 2, 2019
Developing your mental prowess requires mastering new techniques and approaches. It’s as much about your mindset as your skill set.
The Sales Hunter
SEPTEMBER 29, 2019
Do you have goals and aspirations? That’s great, but if you don’t have an action plan to go along with them, they’re just dreams. Your action plan is the foundation of what you will achieve. Action creates achievement. What are the steps you need to take this week to achieve your action plan in order to reach your goals, dreams, and aspirations?
Sales 2.0
SEPTEMBER 28, 2019
When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not understand how we had applied virtually no science to how we sold. Everything seemed to be left up to the individual sales person. Today, we’ve had a lot of improvement. Some great thought leaders have written and spoken about this so much, that some actual change has occurred in real sales organizations.
Zoominfo
OCTOBER 4, 2019
A majority of modern businesses fall into one of two categories: B2C (business-to-consumer) or B2B (business-to-business). These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. For decades, such denominations have ruled the business world. The terms B2B and B2C are so ingrained in our vernacular that only seasoned vets will recall a time when such terms weren’t the status quo.
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
Hubspot Sales
SEPTEMBER 30, 2019
There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.
Anthony Cole Training
OCTOBER 1, 2019
In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.
Membrain
OCTOBER 2, 2019
You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?
Zoominfo
OCTOBER 1, 2019
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Hubspot Sales
OCTOBER 2, 2019
As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010. Furthermore, the average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.
MTD Sales Training
OCTOBER 2, 2019
Episode 36: Small businesses versus large, summary statements and a quote from Zig Ziglar. In this episode we look at how a smaller businesses differ from larger ones you may be dealing with. Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. And a quote from Zig Ziglar. Take a look at this episode on [link].
Membrain
SEPTEMBER 29, 2019
There are no perfect salespeople born into this world. At least I haven’t met any.
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